…if you don’t know how to articulate what you do and how you overcome your client’s pains.
When 70% of the customer journey is done before someone picks up the phone to find out your prices, fixing your pricing structure is not enough for you to grow your practice.
In fact, if all you worry about is price, then you will not be able to grow your practice as desired.
You need to ensure that you have positioned your firm in the customer’s mind so that they see the perceived value before you outline how you work.
This is why marketing is so important.
So this is the solution:
Know your ideal client’s pains – their fears, frustrations, wants and aspirations.
Understand their current situation
Know where they personally want to get to in life and business
Be able to understand the obstacles in their way and have a solution for them.
Only once your service helps them overcome their obstacles will they want to work with you.
Which is why your pricing alone is not the answer. You need to embrace marketing so you can get to the pricing conversation, having already established your value.
